I remember being 16 with my mates and trying to get into pubs. I was useless! In my efforts to look older I managed to look 12, shrank to 4ft tall, reversed puberty and could sing “I’m walking in the air” so high only dogs could hear it.
A strange thing happened though. Faced with the prospect of going home we tried again at a different pub. Second time round just as hopeless, but this time we changed a few things and by the fourth place, viola! Confidence, bravado, a bit of fun trying and the camouflage had worked.
So now to Gatekeepers (Gatekeepers are people too). Their job is to smoothly filter calls to the right people and maintain efficiency by dealing with 1st level enquiries. For salespeople this sounds like “Send literature”, “Leave your number and if xxxxx would like to speak with you, they’ll call you back”, “Ill put you into voicemail…” and so on.
When tackling this with clients, there’s stacks of things we cover from Tonality, vocabulary to rescuing, to Colombo (!). In the meantime, how about trying to learn a few tricks from teenagers too? If you were a Gatekeeper, which is the salesman & which would you feel you would be happy to let through?
Lets face it, traditional salespeople are easy to spot! So here are a few tips: –
- Remember your goals, its important you get through and don’t give up.
- Don’t say or sound like a salesperson, visualise yourself as someone who would be put through
- Be confident and PRACTICE
- Relax, there is NOTHING to lose as you have nothing yet!
- Don’t be afraid to let yourself be rescued
- Expect to be knocked back a few times, it happens!
- Start to build your confidence on accounts that are not critical to your business, approach these when you have built up your selling ‘muscle’.